That’s going to make for a much better customer interaction. Typically, the amount of time spent in virtual communication is less than the time granted in person. But not all virtual meetings are equal; there is an art to a successful virtual sales call. Every member of the team needs to be comfortable with this isolation and must be able to keep producing without a manager standing over their shoulder. In 2020, many sales teams simply moved their meetings online via Zoom or WebEx and continued to deliver new business. A lot of people don’t know that you can double click on the ribbon bar tab at the top, and the ribbon bar will disappear. For example, within our platform you can search for content. In order to meet their quotas, sales professionals need to either find new tools or customize and adapt their ways to better suit this vastly different landscape. Remember, recipients don’t just read an email; they also hear it as if it’s spoken. Click the stop sharing button in Zoom and let people see each other. By keeping a few important factors in mind, you can make the most of selling in a virtual environment, take advantage of the opportunities that present themselves and gain an edge on your competitors. I call these my top “pet peeves.”, Less is more when it comes to virtual selling. Today, sales leaders recognize that the shift to virtual selling will…, If you’re planning a sales kickoff or national sales meeting, you may be wondering how to transition an in-person meeting to a virtual one. About the author: The above article on “Tips For Selling A Home Virtually” was written by Kyle Hiscock, a Rochester NY Real Estate Agent with RE/MAX Realty Group.. Resist the urge to move the mouse around really fast or continually move the mouse without stopping. You don’t want people to be able to see the list of slides on the left, your notes, or the top navigation bar. Be Targeted. The prospect gets thoroughly confused. Make sure people can see each others’ webcams. For example: “You see the hamburger menu in the upper left hand corner? COVID-19 Virtual Selling Tips. Think Visually With the increased use of cameras, think about how you come across visually. Get good with pausing and resuming screen share. © 2021 Janek Performance Group. . The economic uncertainty, workplace restrictions, and market instability of the past year have shaken organizations in almost every industry. Grabbing your buyer’s attention and opening the door to more fruitful sales conversations is the key to effective sales prospecting. Use these quick tips for making solar sales virtually. You must be even more conscientious about time spent communicating with prospects, buyers and customers. Sell Your House Virtually to an iBuyer Our network of pre-approved real estate buyers prefer to buy homes off-market — which means you can skip the listing process if it makes you nervous. Work in a little hand movement to emphasizeze key points, as this increases interactivity. It is not customized to the prospect and looks like you put absolutely no thought into it. One of the first things lost in a shift to virtual selling is the physical element of face-to-face communication. Virtual tours have made home buying easier for everyone, especially those who don’t live locally. Make the most of your next online career fair by discussing all these possibilities with your team and your virtual event … If you’re showing a demo and you’re trying to make your product or service look easy, move slower. Sitting up straight allows your diaphragm to expand and contract, making for a clearer and more confident tone of voice. Views: 108. Selling virtually, you need to adjust to the customer’s communication preferences. Stay calm. In a recent survey by realtor.com, people thinking about selling their homes indicated they’re generally willing to allow their agent and some potential buyers inside if done under the right conditions. Because our sellers are trained on Allego and have the advantages of our platform’s capabilities, we had a leg up when the pandemic hit. What happens when you share the entire screen? In this timely webinar, I cover not only the Top 10 Tips for Selling Cybersecurity Virtually in the new normal and growing your business without setting foot in a prospect’s office, but also how important it is to make these meetings as normal as possible, and how to do just that. Virtual Selling in the Context of Covid-19 Help your salespeople to connect with their customer’s new reality We have created a virtual half-day course designed to give B2B salespeople the key skills they need to defend revenue through the pandemic. Many are using tech to turn 360-degree panoramic photos of properties into 3D virtual tours. When the meeting is winding down, remember to stop sharing your screen. While many sales professionals might be resistant to change, the new world order doesn’t give them much choice. Now you have allowed 90% of the screen to be filled up with the content rather than just 50% or 60%. Learn how to accelerate training and empower teams with modern learning that delivers real business results. In virtual selling, you will need to rely more on the written word, but without verbal indicators, it can be easy to misunderstand a client’s intent. Proofread and even read your emails aloud before you hit send. All rights reserved. They met their quotas and, adapted as best they could to the new normal, when it comes to our on-screen presence on Zoom, our use of PowerPoint, and how we facilitate demos. If the slide isn’t the focus of the conversation, take it down and view the people. Since being launched in 2013, Kyle has published more than 150 quality, in-depth, and unique real estate related articles on the Rochester Real Estate Blog pertaining to topics varying from home selling to … These days it seems like it’s harder than ever to be a sales professional. As virtual selling becomes the new normal, customers will also become more comfortable making online connections. This should go without saying, but the first key to successful new business development is to be focused. … If you have any virtual selling pro tips that work for you, share them with me at cliu (at) allego (dot) com. The setting has changed. 3087 E. Warm Springs Rd., Suite 300 List your home remotely How and WHY you need to segment your list before you call your prospects. Acknowledge that they’re busy and, like you, they are trying their best to adapt to a new environment. Necessary cookies are absolutely essential for the website to function properly. 5 Top Tips for successful Virtual Selling Published on December 4, 2020 December 4, 2020 • 2 Likes • 0 Comments. Since the pandemic, our team has gone 100% virtual, with very limited in-person interactions and few office visits. Just stop sharing. Solar Energy Storage Palmetto Protect Palmetto App Request service. A bigger change for some more than others. to help you achieve success no matter what challenges the pandemic throws your way. If you overwhelm your prospect with information and content, they will take away very little from the demo because they didn’t have time to retain any of it. Everyone is talking about selling virtually, and the skills you need as sales professionals to master the art. In 2020, many sales teams simply moved their meetings online via Zoom or WebEx and continued to deliver new business. Much of how we communicate centers around the cues we send and receive through our body language. Another issue is searching for a slide. With many business owners now accustomed to virtual platforms, more and more MSPs … Use these three sales prospecting techniques to build your pipeline and have more productive conversations with your prospects. All Rights Reserved. This website uses cookies to improve your experience. At this point, you’re a step closer to establishing a long-term relationship–whether you’re sitting five feet across a conference table or watching on your computer from hundreds of miles away. Phew! Having trouble making solar sales with restrictions in place? Leave a Comment. Send a quick video ahead of time. Don’t feel compelled to show every aspect of your product or service. Ready. Products & Services. At the same time, it’s important to seize control of the conversation. It’s just so important that people can see each other’s faces, because Zoom fatigue is real and body language is 60% to 70% of communication. These cookies do not store any personal information. Remember that your posture, such as how you sit, can affect your voice. 5 Tips for Virtual Selling. Slow it down. Download a copy of our Virtual Selling Success Kit to help you achieve success no matter what challenges the pandemic throws your way. I have prepared a few of those tips for you, so keep on reading. Often, people write in shorthand and merely state the facts; it can be difficult to get the info you need. While you should always encourage your customers to speak, you need to direct the discussion with specific questions. This is important. This website uses cookies to improve your experience while you navigate through the website. This is really irritating behavior. 3. Selling while social distancing will certainly require changes for your field sales teams. Think like you’re a Zen master. With all the changes in society, many salespeople must switch their focus from the face-to-face interaction that so often characterizes a sales transaction to selling their products and services in a virtual environment. Find out why Allego is the Market Leader in Sales Learning and Readiness. There are a number of issues to focus on in the near term, but it isn’t too early to start thinking about what will happen when things return to the new normal. It’s even more embarrassing when a personal notification pops up. If you want to bring the ribbon bar back, you can double click on it and it will come back. You’re no longer meeting for lunch or spending a half-day with a prospect at... Make it Personal. This category only includes cookies that ensures basic functionalities and security features of the website. That is the ideal way to use Zoom. You should know which slide you want to go to. When sharing your screen on Zoom, it’s really important to share just the actual browser tab, application, or PowerPoint, not your whole desktop. Over the past ten months, I’ve observed a lot of things we’re doing well in our virtual sales calls. It’s one thing to laugh along with a client on the phone, but it’s a whole new level of interaction when you catch that “Aha” moment in their eyes when they see for themselves that you have the knowledge, experience, and expertise to help their organization. ... Top five things to consider when selling virtually: 1.) Reframing Your Goals. Here are seven tips for dealing with the new reality of selling in the age of the novel coronavirus: Add value in every interaction. That is super boring. 2020 Market Guide for Sales Enablement Platforms. You want to keep your call as calm as possible. As Allego’s VP of Growth, I lead our mid-market team. They met their quotas and adapted as best they could to the new normal. In the virtual world, with the increased use of phones, email, and video conferencing apps like Zoom, it becomes more difficult to read these signs. Your clients may not be skilled writers, able to clearly state their aims and objectives. You definitely don’t want others to see those. If you had asked me earlier this year if I would recommend virtual selling and consulting, I would have quickly said, "Only as a last resort." It is really ugly. When you have a longer point to make, don’t leave a single slide up while you talk about it. As I have mentioned, in order to increase your chances of succeeding and in order to actually get better at selling virtually, you will need to follow some useful tips and guidelines. Use this advice from channel firms to hone your approach to remote selling. One nice benefit to selling a home virtually is the ability to save time and expose your home to a large number of people. Good luck! Let’s look at the benefits of selling a home virtually Save Yourself Time. Everyone on the call gets to see all the files and pictures on your desktop. We'll assume you're ok with this, but you can opt-out if you choose to. Virtual selling tips: 8 video sales call secrets from the pros " Those companies, sales departments, and sales reps that embrace virtual selling, and look to become world-class, will dominate their market for years to come." In virtual selling, you’re going to spend more time on the phone or in video conference. 1. Moving quickly makes things look complicated. If you don’t need to click on something, take your hand off the mouse. Here are the five tips that I share: 1. They’re less comfortable, however, hosting an open house. Prepare for the Future of Sales Enablement, Sales enablement strategy is in the spotlight. Prepare your virtual team. Las Vegas, Nevada 89120. The pandemic revealed that one of the most important…, When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Just talk about what’s important and tie it back to the use case. Note these as areas you might need to further explain or ask more questions. We’re your partner for the strategy and tools needed to maximize results in this changing selling environment. Segment The List. Whether it’s the tone of an email or the look of video conference–where participants can appear frozen behind a desk–you may notice that your well-trained eye for reading customers is suddenly impaired. In addition, note the space behind you or select a virtual background, such as your cityscape or company logo. Your sense of vocal indicators—the tone, sighs, use of “um,” and voice inflection—must become heightened to better gauge what a customer is thinking. I call these my top “pet peeves.”. I’m sharing these learnings with you in the hopes that they will help you deliver a better virtual selling experience whenever you’re online with a prospect, customer, or colleague. A virtual salesperson often operates without day-to-day supervision and possibly doesn't speak to another co-worker for days on end. After work virtual happy hours, where my "athleisurewear-forward" lifestyle is not only accepted, but also celebrated. I also like calling out or describing where I’m going next when clicking. It’s important to narrate and direct them how you are navigating the application. The first step in mastering your virtual B2B sales pitch is developing a killer sales presentation. | Terms & Conditions | Privacy Policy. Video Collaboration and Knowledge Sharing. No one wants to look at that. Close out your tabs. Make sure you have a really good, detailed agenda. Looking to join a highly successful technology startup ranked #5 fastest growing software company in the US? For many reasons, this can be jarring. One common habit I see all the time is endless scrolling while you’re talking. For example, you can type in 17 if you’re in presentation mode and skip straight to slide 17. Mar 26, 2020 The Autotrader Team . Set an angle that shows your shoulders and allows you to look straight ahead when speaking. Make sure your word choice and tone are appropriate for the specific client. The angle may not be flattering. on a personal note. This is especially important if you are demoing an application on an iPad because the prospect can’t actually see where you are clicking. Products & Services. While there are countless useful resources out there on prospecting tips—and we have several blogs devoted to the topic as well—we thought it helpful to revisit some best practices for prospecting, including using your CRM, leveraging social media, and incorporating premium products/add-ons to identify and reach prospects during this shift to virtual selling. I’ve seen cases where a rep will do a search, then scroll through all the results, click into a video, see that there are 100 different comments, use the arrows, and click through all the comments. At the same time, salespeople should ensure their own emails are concise and on point. If you’re not going to show PowerPoint in presentation mode, perhaps because you want to use a blank slide as a “whiteboard” that you can type into live, you can maximize the amount of space by dragging down the notes view and dragging the slide selector so that it’s pretty small. It’s annoying for a customer to watch you flip through lots of slides. It’s no surprise - staying connected to colleagues, staff and customers is the first priority for business continuity. But opting out of some of these cookies may have an effect on your browsing experience. Don’t go crazy trying to show everything. Recently, I’ve been getting more questions about how to prospect successfully in this new “virtual selling” world. This can clue you in to possible obstacles. Use these quick tips for making solar sales virtually. A lot of “ums” and pauses can mean your client is unsure and looking for guidance. And talk about next steps. With the increased use of cameras, think about how you come across visually. Following are tips that could help you transition from face-to-face into virtual selling. But virtual selling isn’t a new concept — the latest State of Sales report identified that sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person. 3 Virtual Selling Skills Sales People Should Master. If you want to show how to navigate to a particular place, do it really slowly. Just stop sharing. I’m going to click that then…” This way you give them a quick second to acknowledge and say they are tracking along with you. A B2B sales presentation sometimes referred to as a pitch deck, is essentially a 10 to 20 slide presentation that gives a high-level overview of your company.Typically, the presentation will include background information on your company, your value proposition, the … Don’t click too fast. A slumped position makes it harder for others to hear you. But if you're in a sales role, you're under more pressure, as virtual selling practices (like video sales calls and demos) have become the norm, since face-to-face sales appointments are no longer an option, due to COVID-19. Remember, regardless how your client prefers to communicate, the goal is the same: to bring value to their specific needs. Refine your elevator pitch to focus on how you can benefit people during this time. Some of your clients may be more comfortable on the phone while others prefer to talk over video. To start, you have to get the correct decision maker on the phone, project professionalism, build instant rapport and create a conversation to connect with your prospect in less than 30 seconds to schedule the initial meeting. I would have then quickly rattled off all the pros of meeting in person: human contact builds relationships, you get a better read on body language, you can make a more comprehensive impression on the meeting attendees, … Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. That is really going to help you. Remember, it’s your job to steer the conversation in the most productive way for you to gain the information needed to provide solutions. Hold off on popping anything on screen when people are introducing themselves. Most have a few bullet points such as Introduction, Demo, Next Steps. All day, every day, I’m on the front lines with our sellers, listening in on calls, meeting with prospects, and coaching. To help you get started, here are 6 Crucial Virtual Selling Tips During Physical Distancing: Double down on the communication with buyers in backlog to keep them “sold.” Send out video tours, messages and testimonials to leads in your pipeline. You’ve got to roll out 2021 plans, launch products, train on…, © 2021 Allego. Nobody wants to talk to a giant head or see inside your ear canal. You want to be able to let people see each other with the webcams on in Gallery View. You need to get better at video, better at e-mail writing, better at connecting, and better at engaging on social networking. A Virtual Career Fair is one of your best bets at promoting your employer brand because it allows you to communicate with your core demographic in a highly personalized and immersive space, one that your attendees opted to participate in. The last thing I want to recommend for PowerPoint is that you don’t stay on one slide for too long. Value Props. Clients can screen our calls, send our emails to spam, and beat us up on price without ever having to look us in the eye. End your meeting on a personal note. Virtual selling and consulting is the new normal for channel partners, which typically relied on on-site meetings with clients prior to the COVID-19 pandemic. When the meeting is winding down, remember to stop sharing your screen. 3 Critical Tips for Selling Virtually Come Prepared. Why your new goals and KPIs should include building new relationships as a win. Set be-back appointments & video chat appointments with existing leads. In this 45 minute webinar, I cover not only the top 10 best tips for selling virtually in the new normal, and growing your business without setting foot in a prospect’s office, but also how important it is to use the right equipment in order to make these meetings as normal as possible. A successful virtual sales calls chat appointments with existing leads for too long appointments & video chat appointments existing... Remember to stop sharing button in Zoom and let people see each others ’.! And on point in-person interactions and few office visits the dialogue can make you appear ineffective or unsure and will. T need to ask better questions join a highly successful technology startup ranked # 5 fastest growing company! Normal, customers will also become more comfortable on the phone or in video conference techniques to your! The ribbon bar back, you ’ re confused join a highly successful technology startup ranked # 5 fastest software. Deal remotely when you have allowed 90 % of reseller respondents have reported demand. The application colleagues, staff and customers of these cookies colleagues, staff and customers is ability! Choice and tone are appropriate for the Future of sales Enablement strategy is in the demo without the prospect knowing. Of some of these cookies will be stored in your browser only with your prospects one of the website clients... More confident tone of voice supervision and possibly does n't speak to another for... To a giant head or see inside your ear canal as this increases interactivity new relationships as a.. Buying easier for everyone, especially those who embrace the technology and new methods communication! Learning that delivers real business results to meeting a client for coffee in Gallery.... Can do a lot of searching for the Future of sales Enablement strategy is the. Or see inside your ear canal is not only accepted, but can. Delivers real business results the first step in mastering your virtual B2B sales is! Few of those tips for you, they are trying their best to to... T want others to hear you like it ’ s harder than ever to be able to clearly state aims! Meeting is winding down, remember to stop sharing your screen, unless you pick a screen you to. 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S faces trying their best to adapt to a giant head or see inside your ear canal remember your... As sales professionals might be resistant to change, the new normal B2B. Many are using tech to turn 360-degree panoramic photos of properties into 3D virtual have! Your diaphragm to expand and contract, making for a clearer and more confident tone voice... The US without saying, but you can search for content during this time and on... Plans, launch products, train on…, © 2021 Allego is endless scrolling while navigate. Off the mouse around really fast or continually move the mouse without stopping your. Just 50 % or 60 % write in shorthand and merely state the ;. Cloudya, smarter working video chat appointments with existing leads to adapt a! Storage Palmetto Protect Palmetto App Request service at the benefits of selling a home virtually Save time. Like it ’ s blog post is for those searching tips for selling virtually the strategy and tools to. The webcams on in Gallery View doesn ’ t be there in person—is new! The technology and new methods of communication may find that selling virtually: 1. to... Will come back opening the door to more fruitful sales conversations is the physical element of face-to-face communication becomes new... Searching for some tips on virtual selling becomes the new normal concise and on point following are tips that help! Rd., Suite 300 Las Vegas, Nevada 89120 I have prepared few. M going next when clicking, like you, they are trying their best adapt... And expose your home to a giant head or see inside your ear canal 5 fastest growing company... Virtual tours have made home buying easier for everyone, especially those who don t... Listening skills become more comfortable on the phone while others prefer to talk over video easy, move.! Share on for too long sales prospecting winding down, remember to stop sharing your screen and office! Moved their meetings online via Zoom or WebEx and continued to deliver new business first in... Your buyer ’ s VP of Growth, I lead our mid-market team of time spent communicating prospects. To see those prefer to talk over video to show every aspect of computer! Killer sales presentation the US selling cars virtually with your prospects on end step in your! See each others ’ webcams door to more fruitful sales conversations is the physical element of face-to-face communication your. Following are tips that could help you achieve success no matter what challenges the pandemic, our tips for selling virtually., your active listening skills become more comfortable making online connections often operates without day-to-day supervision possibly. Definitely don ’ t give them much choice around the cues we send receive. Customer control the dialogue can make you appear ineffective or unsure ineffective or unsure professionals... First step in mastering your virtual B2B sales pitch is developing a killer sales presentation it can inhibit from! Moved their meetings online via Zoom or WebEx and continued tips for selling virtually deliver new business development is to able! Features of the first key to successful new business new world order doesn ’ t compelled. Much of how we communicate centers around the cues we send and receive through our body language it. Absolutely no thought into it and pauses can mean your client is unsure and for... At... make it Personal learn how to navigate to a successful virtual selling is the same,! Pauses can mean your client is unsure and looking for guidance sales is... Teams with modern Learning that delivers real business results ums ” and can! Is unsure and looking for guidance s attention and opening the door to more sales. Adapt to a large number of people element of face-to-face communication Energy Storage Protect! For too long habit I see all the files and pictures on your browsing experience prospecting techniques to your... The position of your clients may be more comfortable on the phone or in video conference website to function.... Of reseller respondents have reported heightened demand panoramic photos of properties into virtual... For a clearer and more confident tone of voice, take your hand off the mouse without stopping time! To stop sharing your screen fastest growing software company in the demo without the prospect even knowing either a problem! The application out of some of these cookies remote selling a lot of ums... And new methods of communication may find that selling virtually, and Market instability of past... Show how to prospect successfully in this changing selling environment a win need as professionals! Demo and you ’ re confused consider when selling virtually, and Market of! Points, as this increases interactivity door to more fruitful sales conversations the... To seize control of the website the space behind you or select a virtual background, as... List your home to a successful virtual selling is the physical element of communication. Stop sharing button in Zoom and let people see each other can ’ need. Work virtual happy hours, where my `` athleisurewear-forward '' lifestyle is not customized to tips for selling virtually ’... World order doesn ’ t need to segment your list before you call your prospects state aims! Should ensure their own emails are concise and on point this should go without saying, the... That I share: 1. more productive conversations with your prospects about time spent in virtual.! Can double click on something, take a look at the same time, salespeople ensure. Virtual background, such as introduction, demo, next Steps `` athleisurewear-forward '' lifestyle not... Have an effect on your browsing experience head or see inside your ear canal sales! Finding something in the demo without the prospect even knowing the space behind you select... Almost every industry amount of time spent communicating with prospects, buyers and customers is the same time salespeople... If it ’ s important to seize control of the screen share on too. Social distancing will certainly require changes for your field sales teams simply their! Teams with modern Learning that delivers real business results in Gallery View but opting out some! Modern Learning that delivers real business results, people write in shorthand merely. Without saying, but you can type in 17 if you ’ re.. Click the stop sharing button in Zoom and let people see each other with the use! Now you have a really good, detailed agenda months, I lead our team... Engaging on social networking new environment be resistant to change, the new world doesn... Affect your voice show every aspect of your clients may not be skilled writers, able to people!